An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications

Abstract

This article examines the potential effectiveness of training in nonverbal communication for sales representatives. The literature on this subject was reviewed, and a study using students as sales representatives was conducted to evaluate the potential of training in body language. The research results provide support for the proposition that such training can be of value in academic and practical applications.

Keywords

nonverbal communication selling training education

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